Workbooks signs master reseller
Heading up sales strategy at the British software company is channel veteran Ian Moyse (pictured), who most recently ran Weboot’s channel in EMEA. He describes Essex-based CRMonline as “a key route to market and a pivotal UK partner for us, enabling us to expand our reach through a channel ecosystem of CRM resellers, associates and referrers.”
Moyse says the firm is talking to both committed cloud players and resellers looking to fill a gap in their portfolio. He also says there are partners that “have lost customers to our service, many of whom have had Goldmine customers move to Workbooks and want to be able to offer our solution to their other clients.”
The exec claims the firm is “fast winning converts”, with recent customer wins including cloud organisations CloudAccess, Compare The Cloud and 4CastPlus, all of whom, it says, chose Workbooks over other rival CRM systems.
Ian Siebert, director at CRMonline, says the company has now moved its own business from FrontRange GoldMine across to the Workbooks platform, “having found GoldMine limited and lacking in functions.”
He continues: “We believe there remains a large and profitable opportunity for the channel in selling business solutions and that with Workbooks we can build a strong partner base to capitalise on this… We are already underway in recruiting our first reseller partners and expect there to be a rapid growth of Workbooks customers in the quarters ahead.”
Workbooks currently has 11 channel partnerships in the UK, which will be managed through CRMonline, and is eyeing further growth. Says Moyse: “We expect to recruit partners who already sell other on-premise CRM solutions and have a cloud gap, those who sell CRM but need a solution that does more than CRM for the SMB and is not served well by the existing solutions they have in their portfolio, and those who sell Sage accounting and want to extend a CRM to their clients that is affordable, integrates with Sage and has functions not available in native Sage CRM solutions.”
Moyse also took a shot at US software firm NetSuite, which last week claimed to be recruiting UK-based Sage partners with its cloud-only offering. Says Moyse: “Any Sage Reseller considering Netsuite should also take a look at Workbooks, [a] British vendor, all data in the UK…no conflict with Sage Financials, unlike Netsuite who have their own offering, and we are focused on the smaller business and often chosen over Netsuite.”
Workbooks is planning to launch a partner programme in February 2013, encompassing its sales, solution and technology partners. It promises “simplicity, good margin opportunities and easy engagement for full-blown CRM resellers down to those only wanting a referral fee and anyone in between.”
Moyse says Workbooks offers margin on the initial sale and the annuity renewals, as well as the opportunity for resellers to deliver consultancy.